Director, GTM Strategy & Planning

Location: Hybrid position based in Oakland, Denver, Austin, or New York, United States, with two days in the office each week

Salary: $186,590–$279,885 USD annually

Company

Fivetran and dbt Labs are combining data movement and analytics engineering capabilities to provide data infrastructure for analytics, AI, and business decision-making.

What you will do

• Lead and develop a team of GTM strategy and planning professionals.
• Drive annual and in-year GTM planning with revenue, marketing, analytics, finance, and sales leadership.
• Own revenue headcount planning, capacity models, quota setting, territory design, and customer segmentation.
• Build pipeline models and targets across Sales, Partners, Business Development, and Marketing.
• Evaluate market entry opportunities, TAM, market prioritization, and geography-specific GTM strategies.
• Align the Fivetran and dbt revenue organizations while developing partner strategy, executive materials, compensation recommendations, and AI productivity initiatives.

Requirements

• 10+ years of experience in sales strategy, revenue strategy, GTM strategy, or management consulting in B2B SaaS or enterprise technology.
• 4+ years of experience managing and developing strategy teams.
• Hands-on experience with quota design, territory planning, and headcount modeling at scale.
• Strong analytical and financial modeling skills, with the ability to translate complex analysis into strategic direction.
• Deep knowledge of consumption-based B2B SaaS GTM models, segmentation, coverage design, and sales motion optimization.
• Experience with sales compensation, market sizing, executive communication, and GTM alignment across merged or reorganized sales organizations.

Nice to have

• Experience in data infrastructure, analytics, or adjacent technology categories.
• Management consulting background, including McKinsey, Bain, BCG, or equivalent.
• Experience scaling a GTM strategy function during rapid organizational growth.

Culture & Benefits

• Hybrid work model combining remote flexibility with in-person collaboration.
• Employer-paid medical insurance, paid time off, sick leave, parental leave, holidays, and volunteer days.
• RSU stock grants and professional development opportunities.
• Team-building activities, free food, and a monthly cell phone stipend.
• Mental health support covering therapy, coaching, and mindfulness resources.